MAY 2007

Rolls-Royce Corporation, Indianapolis Rolls-Royce Corporation, Indianapolis

4TH Annual National Small Business Conference

Houston, TX

“Critical Infrastructure Opportunities”

4TH Annual National Small Business Conference

Houston, TX

“Critical Infrastructure Opportunities”

Jaye Lampert

Small Business Liaison Officer

317-230-5730

Jaye.lampert@rolls-royce.com

Jaye Lampert

Small Business Liaison Officer

317-230-5730

Jaye.lampert@rolls-royce.com

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MAY 2007

Critical Infrastructure

Why is that important to Rolls-Royce?

Critical Infrastructure

Why is that important to Rolls-Royce?

VSM-0299.PPT

AE 2100AE 2100

AE 3007AE 3007

SAAB 2000SAAB 2000 ERJ-145ERJ-145

ERJ-135ERJ-135

Citation XCitation X

For all the people who depend on our engines…For all the people who depend on our engines…

MAY 2007

Rolls-Royce Corporation, Indianapolis Rolls-Royce Corporation, Indianapolis

What comes to mind when you hear the words

Rolls-Royce?

What comes to mind when you hear the words

Rolls-Royce?

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MAY 2007

QUALITYQUALITY

MAY 2007

So…..So…..

MAY 2007

What is Rolls-Royce looking for from suppliers?

MAY 2007

What is Rolls-Royce looking for from suppliers?

QUALITYQUALITY

MAY 2007

What is Rolls-Royce looking for from suppliers?

QUALITYCOMPETITIVE PRICINGQUALITYCOMPETITIVE PRICING

MAY 2007

What is Rolls-Royce looking for from suppliers?

QUALITYCOMPETITIVE PRICINGAS 9100 QUALITY CERTIFICATION

QUALITYCOMPETITIVE PRICINGAS 9100 QUALITY CERTIFICATION

MAY 2007

What is Rolls-Royce looking for from suppliers?

QUALITYCOMPETITIVE PRICINGAS 9100 QUALITY CERTIFICATIONNADCAP

QUALITYCOMPETITIVE PRICINGAS 9100 QUALITY CERTIFICATIONNADCAP

MAY 2007

What is Rolls-Royce looking for from suppliers?

QUALITYCOMPETITIVE PRICINGAS 9100 QUALITY CERTIFICATIONNADCAPFINANCIAL STABILITY

QUALITYCOMPETITIVE PRICINGAS 9100 QUALITY CERTIFICATIONNADCAPFINANCIAL STABILITY

MAY 2007

What is Rolls-Royce looking for from suppliers?

QUALITYCOMPETITIVE PRICINGAS 9100 QUALITY CERTIFICATIONNADCAPFINANCIAL STABILITYON TIME DELIVERY

QUALITYCOMPETITIVE PRICINGAS 9100 QUALITY CERTIFICATIONNADCAPFINANCIAL STABILITYON TIME DELIVERY

MAY 2007

OUR PURCHASING DECISIONS ARE DRIVEN BY …..

OUR PURCHASING DECISIONS ARE DRIVEN BY …..

MAY 2007

OUR PURCHASING DECISIONS ARE DRIVEN BY …..

QUALITY

OUR PURCHASING DECISIONS ARE DRIVEN BY …..

QUALITY

MAY 2007

REMEMBER, THERE ARE TWO PARTS TO THE SALE….

Customer

and

Supplier

MAY 2007

Here are some areas to keep in mind when approaching Rolls-Royce:

MAY 2007

Here are some areas to keep in mind when approaching Rolls-Royce:

Emphasize solutions – which can be effectively done if you know our businessEmphasize solutions – which can be effectively done if you know our business

MAY 2007

Here are some areas to keep in mind when approaching Rolls-Royce:

Emphasize solutions – which can be effectively done if you know our business

We are looking for suppliers that provide more than one product or service in a wide geographic area (either North America and/or Europe and/or World

Emphasize solutions – which can be effectively done if you know our business

We are looking for suppliers that provide more than one product or service in a wide geographic area (either North America and/or Europe and/or World

MAY 2007

Here are some areas to keep in mind when approaching Rolls-Royce:

Emphasize solutions – which can be effectively done if you know our business

We are looking for suppliers that provide more than one product or service in a wide geographic area (either North America and/or Europe and/or World

We are looking for AS9100 and NADCAP for manufacturing companies

Emphasize solutions – which can be effectively done if you know our business

We are looking for suppliers that provide more than one product or service in a wide geographic area (either North America and/or Europe and/or World

We are looking for AS9100 and NADCAP for manufacturing companies

MAY 2007

WHAT ABOUT THE SUPPLIER??

MAY 2007

•Understand your business strategy

MAY 2007

•Understand your business strategy

•Does it fit with your potential customer (Rolls-Royce as a whole, a division of Rolls-Royce, etc.)?

MAY 2007

•Understand your business strategy

•Does it fit with your potential customer (Rolls-Royce as a whole, a division of Rolls-Royce, etc.)?

•Articulate your business capabilities.

MAY 2007

•Understand your business strategy

•Does it fit with your potential customer (Rolls-Royce as a whole, a division of Rolls-Royce, etc.)?

•Articulate your business capabilities.

•Ensure the representatives of your organization can communicate your strategy and capabilities.

MAY 2007

•Understand your business strategy

•Does it fit with your potential customer (Rolls-Royce as a whole, a division of Rolls-Royce, etc.)?

•Articulate your business capabilities.

•Ensure the representatives of your organization can communicate your strategy and capabilities.

•Can you clearly state who your best audience is within the organization?

MAY 2007

•Understand your business strategy

•Does it fit with your potential customer (Rolls-Royce as a whole, a division of Rolls-Royce, etc.)?

•Articulate your business capabilities.

•Ensure the representatives of your organization can communicate your strategy and capabilities.

•Can you clearly state who your best audience is within the organization?

•Target audience?

MAY 2007

OTHER TIPSOTHER TIPS

MAY 2007

•Generally buyers want to talk to the representatives that can answer their technical questions. Business brokers generally can’t.

•Do not sign up for anything that falls outside your scope of business.

•Don’t be afraid to say NO!

MAY 2007

Bell 407Bell 407

ComancheComanche

Bell Long RangerBell Long Ranger

Model 250Model 250

T800T800

Civil and Military HelicoptersCivil and Military Helicopters

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MAY 2007

What next?

MAY 2007

•Engage the Small Business Liaison officer, Jaye Lampert.

For Rolls-Royce:

MAY 2007

•Engage the Small Business Liaison officer, Jaye Lampert.

•Track Government awards to Rolls-Royce.

For Rolls-Royce:

MAY 2007

•Engage the Small Business Liaison officer, Jaye Lampert.

•Track Government awards to Rolls-Royce.

•Follow up with other contacts within Rolls-Royce.

For Rolls-Royce:

MAY 2007

•Engage the Small Business Liaison officer, Jaye Lampert.

•Track Government awards to Rolls-Royce.

•Follow up with other contacts within Rolls-Royce.

•Keep up with the changing dynamics of Supply Chain Management.

For Rolls-Royce:

MAY 2007

Rolls-Royce is looking for suppliers to support local as well as North American strategies.

If opportunities do not exist immediately, ask when Rolls-Royce may again go out to bid.

MAY 2007

Request the Buyer to provide the last RFQ document. This will provide insight as to what future requirements may entail.

MAY 2007

•Make sure you understand the requirements.

•Ask questions to clear up any confusion.

•Respond to each point on the RFQ.

•Engage the Buyer/Commodity Specialist and ensure you understand how pricing should be presented.

•Be specific. Do not leave anything to interpretation.

•If you decide to “No Bid” provide an explanation.

•Turn your response in on time.

If you do get an opportunity to respond to an RFQ:

MAY 2007

•Find out when the award decision will be made.

•If you are not awarded, ask for a detailed explanation.

•If you take issue with the explanation given by the buyer, contact the SBLO via e-mail at SupplierDiversity@Rolls-Royce.com.

•Ask about next steps.

•SABRE Assessments

•Development plans

MAY 2007

MAY 2007

Be PatientBe Patient

MAY 2007

QUALITY TAKES TIMEQUALITY TAKES TIMEWe spend a lot of time bringing on a

new supplier.

We are looking to develop long term relationships with them.

Think of it as a partnership.

MAY 2007 VSM-0303.PPT

MAY 2007

Supplier Diversity Contact InformationSupplier Diversity Contact Information

Email: SupplierDiversity@Rolls-Royce.comSend all company information electronically to the above e-mail address. Please remove any color backgrounds from PowerPoint presentations. All literature will be added to our internal Supplier Diversity website.

Please do not send anything via US Mail unless requested to do so.

MAY 2007

Supplier Diversity Contact InformationSupplier Diversity Contact Information

Jaye Lampert

Small Business Liaison Officer

2355 South Tibbs Ave, Speed Code N-16

Indianapolis, IN 46206-0420

317-230-5730